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Not Visiting Customers, and Why You Need a Sales Process
Welcome to another episode of Hard Knocks. This time John and David tell stories of business failures stemming from not visiting customers and having not defined sales process. And filled with tips along the way for how you can "right the ship" if you feel like someone they're describing.
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📖 Key points in the session:
00:00 Intro
01:30: Hard Knock 1: Not Seeing Customers
03:38 Company Customer Gap
08:41 Where Competition Grows
10:52 Best Metrics To Detect Cracks
13:00 Quick Hack to Seeing Customers
15:30 Trade Shows Are a Great Way To See Customers
18:36 Creating a Customer Forum
25:45 Customer Research
29:40 Don’t Be Beholden to Your Sales Team
30:40 Hard Knock 2: No Sales Process
34:12 What Is a Sales Process?
36:30 Its To Help Put Together a Forecast
41:01 Makes It Easier To Scale
42:15 You Can Find Out Whats Wrong in Your Sales Process
43:31 Stuck Deals
47:00 Getting Started. What Is a Sale??
54:28 Using a Process Like TREK
59:22 Keeping Sales People on the Process
1:06:24 Question for John
1:09:24 Question for David
1:16:07 Best Question in a Job Interview
1:17:03 Closing
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👥 Credits:
Writers: David Fox and John Fox
Editors: David Fox
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐
View all episodes
By Hard KnocksWelcome to another episode of Hard Knocks. This time John and David tell stories of business failures stemming from not visiting customers and having not defined sales process. And filled with tips along the way for how you can "right the ship" if you feel like someone they're describing.
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐
📖 Key points in the session:
00:00 Intro
01:30: Hard Knock 1: Not Seeing Customers
03:38 Company Customer Gap
08:41 Where Competition Grows
10:52 Best Metrics To Detect Cracks
13:00 Quick Hack to Seeing Customers
15:30 Trade Shows Are a Great Way To See Customers
18:36 Creating a Customer Forum
25:45 Customer Research
29:40 Don’t Be Beholden to Your Sales Team
30:40 Hard Knock 2: No Sales Process
34:12 What Is a Sales Process?
36:30 Its To Help Put Together a Forecast
41:01 Makes It Easier To Scale
42:15 You Can Find Out Whats Wrong in Your Sales Process
43:31 Stuck Deals
47:00 Getting Started. What Is a Sale??
54:28 Using a Process Like TREK
59:22 Keeping Sales People on the Process
1:06:24 Question for John
1:09:24 Question for David
1:16:07 Best Question in a Job Interview
1:17:03 Closing
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐
👥 Credits:
Writers: David Fox and John Fox
Editors: David Fox
‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐‐